Of course, you have to remember to add equivalent of a "but I'll find out" statement. In case of sales, this is usually in form of "but here is something else that I think WOULD work for you." Just make sure that you are being truthful here as well -- otherwise you're doing nothing more than bait-and- switch! My point here is simple: Show customers that you are interested in making sure they are satisfied, rather than just being interested in sale.

The result? Your customers will be grateful for being told truth, and even though they might not buy NOW, they know who to go to when they have another project that needs to be done. You'll probably get some good word-of-mouth advertising too!

It may seem counter-productive, but knowing when NOT to sell to your customer can be a great way to create an image that will eventually lead to MORE sales. If you are in your business for long run, creating a reputation for honesty, caring, and personal attention will do more than any "hard sell" could ever achieve.